Sales compensation is usually the first place that sales leaders go when they want to drive a change in behavior in their sales organization. We don’t dispute that it is an incredibly powerful to use, but any changes should be made in the broader context of what the organization is looking to achieve. By the end of this session, attendees will:
- Understand the role that compensation plays in the XaaS Transformation Journey
- Understand the core principles of effective compensation plans for XaaS
- Understand the five most common mistakes when considering changes to XaaS compensation plan
- Understand the key findings from the xRO Benchmark related to compensation planning
Tracks: Expand Selling , Interactive Breakout, Subscription Sales